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Can Your Sales Team Sell Your Solution’s Value? Can You?

Format: Whitepaper

Posted in Empower Sales Conversations, Pricing, Product Management, Product Marketing, Quantify Customer Value, Sales

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What’s in this whitepaper?

Value-based selling goes deeper than qualitative “Why Us” messaging. Understanding quantitative and financial value from a customer’s perspective improves the clarity and specificity of qualitative value messages, and improves the quality of commercial strategy and decisions. Quantified value helps to consider and set prices that capture a meaningful share of the customer value your product creates.

A quantitative and financial business case, as part of the B2B buying process, is the rule, not the exception.  Sales teams who are not ready to have quantitative or financial conversations with buyers doing the math are unprepared.

Download Can Your Sales Teams Sell Your Solution’s Value? to learn how product managers and marketing teams create strong content for value conversations:

  • Why quantify and dollarize the customer value of your solution?
  • 5 steps to quantify value
  • How to overcome the barriers to quantifying and dollarizing value
  • 4 steps to refine and improve the quality of a Value Proposition

ABOUT THE AUTHOR, PEYTON MARSHALL

Peyton Marshall

Peyton Marshall, Ph.D. is CEO of LeveragePoint. Previously, he served as CFO and Acting CEO at PanacosPharmaceuticals, Inc., CFO of EPIX Pharmaceuticals, Inc. and as CFO of The Medicines Company through their initial public offering and commercial launch of Angiomax®. Previously, he was an investment banker in London at Union Bank of Switzerland, and at Goldman Sachs where he was head of European product development. He has served on the faculty in the Economics Department at Vanderbilt University. Dr. Marshall holds an AB in Economics from Davidson College, and a Ph.D. in Economics from the Massachusetts Institute of Technology.

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